Kevin Costner is not a Montana rancher.
Seriously.
He's an actor from Southern California. I'm pretty sure he didn't grow up riding horses and baling hay.
He puts on his cowboy hat, work gloves, and boots and plays the role of a Montana rancher. Then, after a long day, he takes them off, puts on his designer clothes, and returns to being Kevin Costner. The movie star.
We play many roles in our lives. Our roles are not who we are. They aren't our identity.
When you make a sales call, you are just playing a role. Whether it's good or bad, it's just a role you are playing. There is no need to be concerned with gaining approval or getting your emotional needs met. "What will they think of me if I ask a challenging question?"
It's just a role.
Kevin Costner is not a Montana rancher. Sales is what you do, not who you are. You are more than a "salesperson" or "sales manager."
If you can learn to separate who you are from what you do, you'll find sales much easier.
Robin Green is the President and Owner of Ascend Performance, Inc., a certified and award-winning Sandler Training Center in Richmond, VA. He specializes in helping companies of all sizes to develop the Attitudes, Behaviors, and Techniques that will help them reach new levels. Robin is a keynote speaker and podcast host. You can reach him at robin.green@sandler.com. He helps companies and motivated individuals with sales, management, and customer service training.
